The Ultimate Sales Glossary

1. A/B Testing – An experiment companies perform to determine the approach that attracts more
customers. For example, a website publishes two different pages about the same product to test which
one generates more leads.

2. ABC – Always Be Closing. An outdated motivational sales approach popularized in the 1990s, where a
rep’s strategy is considered a failure if it doesn’t result in a closing. People are less susceptible
to aggressive sales pitches nowadays when information is easily found online.

3. Account – A record that contains information about a person’s purchase history, behavior,
preferences, and contact information.

4. Account-Based Marketing (ABM) – A strategy where the most profitable customer accounts of a
company are targeted with specialized sales strategies and promotions.

5. Account-Based Selling (ABS) / Account-Based Sales Development (ABSD) – A B2B sales strategy
where the most valuable business accounts of a company are segmented into groups and targeted with
specialized services, agreements, and deals.

6. Account Development Representative (ADR) – A person who specializes in the generation of quality
leads, client engagement, increasing conversion rates, and enhancing the nurturing process.

7. Account Executive – A sales executive that’s responsible for building relationships with potential
leads for a business. The AE answers challenging questions and represents y our product or company
in the best light.

8. Account-Based Everything (ABE) or Account-Based Revenue (ABR) – When different segments of

an organization work towards satisfying the needs of and engaging high -value client accounts. This
process is incorporated into the lifecycle of the client experience.

9. Accounts Payable – Refers to any outstanding short-term balance that your company owes another
party or vendor
10. Accounts Receivable – Refers to any outstanding short-term dues that a vendor or entity owe you.

11. Accredited Investor – A person that has a privileged status with the SEC, who makes $200,000 or
more in annual take-home income ($300,000 if they are married) or if they have a total net worth of
$1M not including their home’s worth.

12. Adoption Process – Another term for the process that entails introducing the customer to the product
and their final decision regarding it (approval or rejection). The process doesn’t necessarily lead to a
sale.

13. Advantage – The factually positive attributes of a product that do not need to an emotional appeal. For
example, a laptop is better than a desktop for a professional who travels frequently and needs a
portable device.

14. AIDA – Awareness, Interest, Desire, Action. These four stages were the main attributes of the original,
basic sales funnel. The acronym describes how marketers mapped the initial process.

15. Amortization – Paying off debt through a scheduled payment plan.

16. Analytical CRM – CRM stands for Customer Relationship Management. It’s a technology system that
allows marketers to manage accounts, keep up with leads, track client behavior, and tweak processes
based on analytical data.

17. Analytics – Data that is gathered over time about client behavior, purchases, trends, and actions
allowing analysts to find patterns, improve business processes, and plan/forecast opportunities.

18. Annual Recurring Revenue (ARR) – Contractual-based, recurrent revenue that a company makes
over a year. It also includes subscriptions.

19. Applicant Tracking System – Software used by Human Resources departments to manage full-cycle
recruitment, from application to the final offer.
 20. Application Program Interface (API) – A framework that lets third-parties access, exchange, and use
information. For example, you can use an API to get the basic building block of a website’s format
without having to build it from scratch yourself.

21. Appointments Set – A term used to detail the number of (in-person or phone) appointments that a
salesperson has with potential leads.

22. Artificial Intelligence (AI) – A system or network that mimics human processing intelligence by
programming it to analyze, interpret, forecast, and adapt to data input.

23. Average Contract Value (ACV) – The total value extracted from one customer. If calculated per year,
it’s called an Annual Contract Value.

24. Average Dollar per sale (ADPS) – A formula where marketers divide the total dollar amount of sales
over a set period by the number of individual sales.

25. Average Sale / Selling Price (ASP) – The average price of a product or product group in a market.

26. B2B (Business to Business) – When a company markets and sells to another company.

27. B2C (Business to Customer) – When a company markets and sells services to customers.

28. B2C2B (Business to Consumer to Business) – When a company targets an internal influencer
(employee) from another company to get that company’s business.

29. Back-out – When a customer backs out of a sales close / stops the process of buying something.

30. Bad Leads – A potential customer that isn’t likely to convert to a paying customer. A skilled rep
identifies bad leads early-on to avoid wasting time.
31. BANT (Budget, Authority, Need, and Timeline) – A framework where these four elements must be
present to determine the likelihood of a sale. Even one missing element significantly decreases the
probability of a sale.

32. BANT for SaaS Qualification – An adjusted BANT formula for companies that provide online services.
Priority substitutes budget, decision-making replaces authority, impact replaces need, and event
replaces timeline to determine the probability of a sale.

33. Base / Base Salary – An agreed-upon, fixed salary paid to an employee without factoring bonuses or
commission into the amount.

34. Baseline – An established minimum standard used to compare something against.

35. BASHO Email – A B2B email that targets an important decision-maker of a potential high-value
account.

36. Beating Objections – To address the customer’s issues/concerns allowing them to make a purchase
decision. This is more commonly referred to as “overcoming rejections”.

37. Bell-Shaped Curve – A visual representation of how a representative’s effort leads to conversion. To
expand the curve, a rep needs to adjust sales tactics and their frequency.

38. Benefit – The value that a product brings to a consumer that may come with an emotional
enhancement

39. Bluebird – Unexpected sales opportunities that reps stumble upon without actively seeking them.

40. Bonus – Extra compensation given as a reward or gift in some cases, paid in addition to a base salary.

41. Bookings – The net dollar amount of new accounts contracted.

42. Bottom of the Funnel (BOFU) – The point where the customer has been through most of the funnel
and all concerns have been addressed. This is the point where the rep starts closing the sale.

43. Bounce Back Coupon Offer– A coupon that a customer gets after making a purchase that attempts to
get the customer to make another purchase in a set period.

44. Brag Book – A personal record of a sales rep’s accomplishments that includes testimonials and visual
evidence used to underscore a rep’s track level of success to prospective customers.

45. Business Development Representative – A skilled professional hired by companies to attract new
business prospects, foster high-value relationships, and generate solid leads.

46. Business Intelligence – The interpretation of analytics, information, and other data to make forecasts,
decisions, and generate ideas.

47. Buy Line – A line on a virtual map used to gauge the likelihood of converting a lead based on their
emotional and intellectual engagement. If a prospect is below the line, they most likely won’t buy what
you’re selling.

48. Buyer – The person or entity making a purchase

49. Buyer Behavior – The customer’s behavior pattern and preferences when buying.

50. Buyer Persona – A virtual persona of your buyer that has the characteristics of your target audience
based on market research.

51. Buyer’s Remorse – A feeling of regret or anxiety about a purchase that compels buyers to return or
cancel it.

52. Buying Atmosphere – A deliberate effort by the sales rep to create an ideal experience and
environment for a lead to convert.
 53. Buying Criteria – Information about the product that satisfies questions a customer has before
considering a purchase.

54. Buying Intent – The likelihood of making a sale based on a person’s behavior or online activity.

55. Buying Process / Buying Cycle – The stages that a potential customer goes through from awareness
to purchase.

56. Buying Signal – A sign by the purchaser that he or she is ready to buy. It can be through verbal or
nonverbal communication.

57. C-Level / C-Suite – High-ranking executives in a corporation or company such as a CEO, CTO, or
CFO.

58. Call for Proposal – When a business asks companies to sell them their product. Companies usually
compete for their business.

58. Call-Back – A follow-up practice when a salesperson repeatedly contacts a customer after a set period
to gauge interest or if a decision has been made

59. Call-Blocks – The time that spent by representative searching for leads, performing administrative
work, and performing follow-ups

60. Call-In – When a potential client calls to inquire about the company or product.

61. Calls – The process of contacting a lead. It does not have to be via telephone but can be in -person.

62. Cancellation Prevention – Taking the necessary precautions to prevent buyer’s remorse.

63. Cash Collection – The process of establishing how payment will be made on a product or service.
64. Challenger Sales Model – A disruptive approach where customers are “challenged” out of their
comfort zone to buy a product or service they might not necessarily buy otherwise.

65. Champion / Challenger Test – A method that determines the best marketing strategy to take. The
champion is the current approach or product, while the challenger is the new or proposed way to send
the product.

66. Channel Partner – A person or entity that partners with and sells the products of another company
through co-branding. Examples of channel partners include distributors and resellers.

67. Channel Sales – The process of grouping sales personnel that tackle different distribution channels for
selling a product or service

68. Churn – A term used to describe the percentage of clients who back out of a purchase or cancel it in a
set timeframe.

69. Churn Rate – A formula used to determine the annual rate of customers unsubscribing to a se rvice. It
is calculated by adding the total number of customers lost in a year and then dividing them by the
number of customers that already existed at the beginning of the year.

70. Claw-back – When money in the form of benefits has already been paid out to a person but is retrieved
back. Most claw-back policies are included in contracts and are done for incentive -based pay.

71. Click-Through Rate (CTR) – In digital marketing, a term that depicts how many times a link was
clicked divided by how many times the page was shown.

72. Client – The person or entity that buys the product or service your business offers.

73. Close – when a Sales rep guides the client to the final decision of purchasing the product or service

74. Closed Opportunities – A term used to describe closes that led to both a sale or lack thereof.
75. Closed Question – A type of question asked by marketers to receive a yes or no response targeted to
selling a product

76. Closed-Won – A term that means a close that led to a successful sale and the successful conversion
of a prospect to a customer

77. Closed-Lost – When the deal is closed, but the customer does not purchase the product

78. Closing Ratio – The percentage of closed wins that a sales rep accomplishes in a certain period.
Usually used to evaluate the performance of new representatives.

79. Cold Calling – The process of making unsolicited phone calls to cold prospects to inform and gauge
interest regarding a particular product or service

80. Cold Email – Sending emails to called prospects to inform them about a product or service and gauge
their level of interest

81. Collaborative CRM – A CRM program that lets several different entities both within and outside of the
company to collaborate to streamline the customer experience

82. Commission – An agreed-upon percentage taken from sales that a representative successfully closes
as an addition to their base salary.

83. Compensation – Compensation is the total amount of money that a salesperson makes, after base
salary, bonuses, commission, and other allowances are factored.

84. Complex Sale – A B2B purchasing process that involves several people and takes a longer time to
finish than a standard sale cycle might.

85. Compounded Annual Growth Rate – The rate at which the growth of a business is measured over
time, starting from the initial investment.
86. Consumer – The person who will use the product or service you offer.

87. Contact – The first time that a sales rep and the potential customer communicate. The rep’s goal is to
get the prospect to listen to their pitch.

88. Content – An umbrella term that describes digital and/or printed media like text, images, video, and
audio that informs and engages customers.

89. Conversion – The stage when the potential customer purchases the product/service and becomes a
paying customer.

90. Conversion Path – A deliberate approach used on websites to map a prospect’s path towards a final
goal, generating leads that are later marketed to with content.

91. Conversion Rate – The percentage of people that successfully passed through the conversion path of
a website and became paying customers.

92. Cost of Goods Sold (COGS) – The amount of money that is spent producing a good (can be a product
or service).

93. Cost Per Click (CPC) – A fee that an online advertiser pays for every click their ad generates. The site
they are advertising from sets the fee based on the popularity of the keyword in the ad.

94. Cost Per Impression – The cost that an advertiser charges based on the number of people who have
seen your advertisement online.

95. Covenant – A written declaration or promise that another party will not undertake a particular action. A
Non-Disclosure Agreement is an example of a covenant.

96. Critical Questions – Questions that indicate the likelihood that a prospect will become a customer or if
they have hesitations about it.
 97. Cross-Selling – The process of introducing a product to a customer, other than the one being sold,
that compliments their current purchase.

98. Current Customer – A person who has made a purchase within a set period, usually within 12 months.

99. Current Customer Referrals – The process of determining if the current customer knows other people
who might need the service or product that the representative sold them.

100. Current Customer Upselling – When sales reps call existing customers and introduce them
to additional products and services that complement their initial purchase.

101. Customer – The person or entity who purchases a company’s product or service.

102. Customer Acquisition Cost (CAC) – The average amount of money or resources that a
company spends to attract a new customer. It is calculated by dividing sales, marketing, and overhead
cost with the number of new clients in a given timeframe.

103. Customer Lifetime Value (CLV) – The value that a customer or entity is likely to bring to a
company for the duration of their status as a customer.

104. Customer Relationship Management (CRM) – A technological system or practices that are
done by a business aimed at managing and tracking data from customers to gauge levels of
engagement and measure the success of adjustment measures.

105. Customer Success – A mindset and strategy adopted within the B2B sphere to retain
customers, measure satisfaction levels, and optimize the business relationship between them.

106. Cycle of Sales – The modern sales process is divided into seven stages: prospecting,
preparation, approaching, presenting, handling objections, closing, and following up.

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107. Dark – When a customer or entity “goes dark” and is no longer responding or interacting with
engagement attempts

108. Data – Qualitative or numerical information gathered and analyzed by a business to plan and
predict future processes.

109. Data Entry / Processing – Information that’s manually recorded and documented for later
use. Nowadays, most of this data is stored in CRMs that streamlines operational processes.

110. Data-Mining – Exploring a prospective pool of clients in one’s vicinity to get information on
potential leads.

111. Day Sales Outstanding – The duration of time it takes to acquire a client and for the client to
make the payment.

112. Days to Term Sheet – The time it takes from first contacting the client to the time the deal is
sealed. The estimated average is a little over a month.

113. De-Dupe – The process of removing duplicate data through filters or other means to correctly
attribute a sale to one channel.

114. Deal Closing – The stage of the sales process when the sale has been negotiated and the
customer makes the purchase.

115. Deal-Flow – The rate that a team brings in leads, or the average rate of leads in a pipeline.

116. Decision-Maker – In sales terminology, the person who has the means and makes the final
purchasing decision. Not to be confused with the gatekeeper, the person who allows you to speak with
the decision-maker.

117. Definition of Selling – Or simply just selling, it is the process of persuading a potential
customer or entity to buy the product/service you’re offering.
118. Deliverables – Quantifiable products or services promised to the customer after the
completion of a task.

119. Demand Generation – The targeted process of raising awareness and generating interest in a
company’s products or services.

120. Demo – A slang word that’s short for sales demonstration or presentation.

121. Demo Goals – The goal that a sales rep establishes for the number of sales presentations
he/she will give in a set period.

122. Demo Ratio – A formula to determine the conversion rate of your initial contact with a client. It
is derived by dividing the total number of contacts made with the number of people who progressed to
seeing your demo.

123. DevOps – Automated processes that happen based on how a customer reacts. For example, if
a customer clicks on an email that’s part of a marketing campaign and interacts with it, another email is
sent to them only based on their click.

124. Dialer – A device or software that automates phone calls.

125. Direct Mail – A form of marketing where tangible material is sent directly to a customer or
prospect’s home address via a post office.

126. Direct Response Marketing – A marketing technique that directly reaches potential clients to
gauge and generate interest.

127. Direct Sales – When selling to the customer face-to-face at the location of the product.

128. Discount – A price reduction on a product or service that can be general (storewide sale) or
specialized (given to existing customers).
129. Discovery – The first point of contact with a potential client.

130. Discovery Call – The initial phone call that gauges interest and whether a person or entity are
part of their target client group.

131. DOA Customer – A client who can’t make a purchase (can be for any reason). The sales pitch
was dead on arrival.

132. Doing Business As – A term used to inform the client that the rep or business is operating
under a different brand than the one they are originally known as.

133. Dollar Per Customer – The average dollar amount spent on a customer in a specific period.

134. Dollar Per Sale – The average dollar amount of all sales in a given time, divided by the
number of individual sales.

135. Double Trigger – When two events, or triggers, happen during an acquisition that speeds up
the process of vesting benefits if an employee is let go without cause.

136. Drag-Along Rights – When the majority of investors have the power to create a legal change
in a business.

137. Draw – An upfront payment advance against an employee’s salary. It’s usually given to reps
when they first start and haven’t made sales yet.

138. Cap Draw – The maximum threshold that an employee is allowed to borrow against their
salary. The limit that they can take as an advance payment.

139. Draw on Sales Commission – An advance that is determined by the expected commission
amount that a sales rep is projected to make.
 140. Drip Campaign – A digital email marketing campaign that steadily sends follow up and
communication-based on the interest level of the prospect.

141. Drive-By – Stopping by unannounced to speak with a lead or prospective customer.

143. E-Commerce – Commercial transactions occurring electronically via the internet where the
process of buying, selling, and displaying merchandise takes place.

144. EBITDA – A term for the accounting standard used by large companies which stands for
Earnings Before Interest Taxes, Depreciation, and Amortization.

145. Emotional Sale – The technique of arousing either positive or negative emotions in the buyer
to generate a desire to get the product or service being offered. The goal is to put the prospect in a
state of becoming emotionally invested, either by excitement or showing interest, in the product or
service being offered.

146. Employee Engagement – The level, process, or state of making an employee committed to
the company and striving for improving the company’s image, well-being, and profitability.

147. Engagement – The state or process of convincing an audience of continuous investment in a

brand or company by marketing its relevance and benefits.

148. Enrichment – The act or process of inducing target beneficiaries to have a better experience
or relevance to a product or function via improvement or upgrades.

149. Enterprise – In the context of sales, refers to the relatively large organization comprised of
multiple levels, location, and departments needing multi-layer software systems for collaboration.

150. Enterprise Resource Planning (ERP) – A term for the software used for centralizing HR,
inventory, product planning, purchasing, shipment and fulfillment, and many more other functions.
 151. Entrepreneur in Residence (EIR) – The event where a venture capital firm hires an already
successfully exited founder to deal with diligence or flow.

152. EOM – An acronym that stands for End of Month.

153. EOQ – An acronym that stands for End of Quarter.

154. EOY – An acronym that stands for End of Year.

155. Equity – A term referring to common stock, preferred share, or security in other forms which
represent the company’s ownership interest.

156. FAB – An acronym that stands for features, advantages, and benefits, which are used by the
sales representatives to communicate product or service value to their customers.

157. Fair Market Value (FMV) – The price that a reasonably interested customer is willing to pay
for an asset or service. Difficult to compute but used as company value basis.

158. Field Day – The term for when a candidate is made to ride along with an experienced sales
representative assigned to the position they are being interviewed for.

159. Field Sales Rep – The salespersons who pitch products and services in person by visiting
potential customers. Not necessary unless the company sells expensive products with lengthy sales
cycles.

160. Firmographic – The set of attributes that describe prospective organizational customers that
could then be used to classify firms into applicable or relevant market segments.

161. Fiscal Year – One year of financial accounting period used by businesses and governments
for budget planning, performance assessment, strategy formulation, taxation, and others. In 2020, the
fiscal year starts October 1, 2019, and ends on September 30, 2020.
 162. Forecasting – The act of estimating predicted sales performance for a forecast period using
historical data, which is used for task planning and setting of standards.It is the act of estimating the
occurrence of a future event based on extensive research on qualitative and quantitative data and
historical events as well as connected factors.

163. Footprint – The steps any normal order should go through from acquisition to delivery

164. Fortune 500 – It is a coveted list of the 500 most successful companies based on revenue as
compiled and published annually in Fortune Magazine.

165. Forward Revenue – A recurring flow of income estimated to continue for the next 12 months.
Public SAAS and COOS are based on this specific data. 5.0 X is the current median point for forward
revenue.

166. Four Stages of Learning – These refer to the four levels of learning that the person has to go
through when trying to acquire new skills or knowledge.

167. Gatekeeper – Someone who allows or prevents data from getting to another individual in the
company. This title can apply to a receptionist or personal assistant. This can al so be a person, an
object or an entity that controls general access to another person or application with the designated
attribute such as additional premium features in the case of a software program. It can also be the
ability to make executive decisions on behalf of the company.

168. General Manager – A general manager is someone in a position of varying importance in the
company. He has different responsibilities depending on the nature of the company he works for. In
general, he is the one who leads his apartment and is responsible for providing sound output for the
company CEO.

169. Global Business Unit – It is a semi-autonomous unit of a mega-corporation that focuses on a

specific vertical market or a specific set of products, services, and functions i n a global operation.

170. Go-To-Market Strategy – It is a plan, a roadmap, or a set of actions that a company develops
to optimize marketing and sales resources to promote a new (or re -branded) product or service. This
allows the company to gain a competitive advantage over its competitors by using advertising,
distribution, pricing strategy, social media engagement, and direct sales.
 171. Goal Card – A piece of paper or an electronic card that is designed to track demos, calls, and
sales reports.

172. Goal-D Card Incentive Program – This is a specific sales incentive program developed by
Cycle of Sales. It is designed to encourage and motivate both small and large sales teams to provide
positive results.

173. GPCTBA / C&I – This acronym stands for Goals, Plans, Challenges, Budget, Authority,
Consequences and Implications. This acronym applies to anything and everything about modern sales
and product marketing.

174. Gross Margin – The total sales less the cost of goods sold (COGS). The average for SaaS
costs is 71%; however, it may vary in SassS. You need to be very clear about gross margin If you are
running a transaction revenue business.

175. Historic CLV – The sum of all profits from various customers past purchases within the store.
The information is based on existing customer data and a specific time frame.

176. Horizontal – A specific offering and sole market opportunity for a company.

177. Ideal Customer Profile (ICP) – The kind of customer that possesses all the positive attributes
that you might want in a client: their age, gender, location, physical appearance, social status or
income and other related factors.

178. Inbound – Interest driven by sales or marketing coming from outside the company into your
network. It could be in the form of emails, forms submitted via your website, press inquiries, and many
others.

179. Inbound Sales – The process or method of getting market sales as a result of customers’
direct approach, engagement, and brand recognition. This can be achieved by focusing on your
consumers’ needs and strategically offering your solution.
 180. Independent Software Vendor (ISV) – This is an association that practices exclusively in the
development, marketing, and distribution of software programming, intended for mass or specialty
markets.

181. Infrastructure as a Service (IaaS) – It is a type of cloud computing that gives online
computerized assets like pay-as-you-go storage, networking, and virtualization. It’s one of the three
types of cloud services (SaaS and PaaS).

182. Initial Public Offering – The selling of stock given by exclusively owned businesses and
offered to the general society for the first time.

183. InMail Messages – InMail Messages are a premium LinkedIn messaging feature that enables
you to forward private emails to other LinkedIn users you’re presently not connected to.

184. Inside Sales Rep – A salesperson directs the majority of their business online and via
telephone. An inside sales rep ordinarily handles minor records than field reps and is one of the first
sales jobs SaaS organizations employ when extending their team.

185. Intellectual Sale – Unlike emotional deals, intellectual sales try to address a prospect’s
rationale, and their requirement for a fast, cheap answer to an issue. They are more “business” than
individualistic. Your Prospect equitably “requiring” your goods or administration. Your Prospect has a
genuine need that your goods or services may fulfill. Check Emotional Deal likewise.

186. IVR Systems – It is a technological system that enables PCs to interact with people over
DMTF tones inputted via smart keypads interactive voice recording systems.

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N/A

187. Key Accounts – These are whale spenders or elite clients organized by agents and client
achievement; stir from these customers would be harmful to the company’s income.

188. Key Performance Indicators (KPIs) – Key Performance Indicators (KPIs) are the most
relevant quantifiable values that help show whether an association or individual has accomplished
targets or a set degree of execution.
 189. Kickers – Kickers are financial rewards or additional commissions offered to persuade sales
reps to surpass their quota, exhibit a particular service or goods, or focus on a specific market section.

190. Land and Expand – To “land” a sale refers to the first close when you initially sign onboard a
new client. To “expand” signifies producing significantly more income from the account by upselling or
expanding the extent of the service you’re giving. Agents need to land an d expand to create the most
profit from a given prospect.

191. Law of Averages – Your statistical means measured from getting a sale from calls to demos.
An individual can design their outcomes with a decent share of precision if they know their
measurements and altogether accepts and adheres to the theory of probability.

192. Law of Compensation – This is also known as the Law of Reaping and Sowing. If you assist
several people get what they need, you thus will get what you need.

193. Lead – An individual or organization that’s demonstrated enthusiasm for an item or service in
one way or another (a completed survey, subscription to a blog, or disclosed contact info in return for a
coupon). Producing leads is a vital part of a prospect’s excursion to becoming a clien t. Lead alludes to
a prospect or potential client (individual or association) that shows interest in your service or goods; or
any extra info about such entities.

194. Lead Generation – A Lead Generation is a group of exercises planned for creating
enthusiasm around an item or service via strategies like:
o Content promoting (blogging, digital recordings, free downloads);
o Ads (PPC, banners, Business repository, event funding);
o Referrals (proposals from existing clients);
o Outbound broadcasting (cold email, cold pitching), and
o Associations (joint endeavors, subsidiary advertising)

This process includes Investigating the “most plausible clients” to sell to in your area or sales territory. This is
the rundown of “leads” or contacts you will get in touch with. Lead Generation is sometimes called
“prospecting,” albeit prospecting has an alternate definition (see prospecting).

195. Lead Nurturing – This is the way of connecting with and assembling long-term associations
with forthcoming clients through various advertising methods that build up their inclination for your
goods and services.
 196. Lead Qualification – It’s a process of organizing a marketing lead or qualified sales as
customers that have had experience with your marketing team or sales. It is produced when the sales
and marketing team work together to predict whether a prospect will make a purchase or not.

197. Lead Scoring – It is a method in ranking prospects against a scale that stands for the
perceived value to characterize by every lead to the organization.

198. Lifetime Value (LTV) – To predict the received full net worth when affiliating with a particular
customer. It measures the entire worth of a business in the whole course of a relationship with a
specific customer.

199. Loss Aversion – It describes the instances when people would rather avoid losses than
obtaining equivalent gains.

200. Loss Leader – It is a strategy for pricing where product prices are lower than its regular
market cost to encourage the sales of more profitable products.

201. LTV: CAC (Lifetime Value vs Customer Acquisition) – It is a ratio that measures the costs
to acquire a customer and business’ lifetime value relationship with that customer.

202. Machine Learning – It is the application of artificial intelligence (AI) to provide systems that do
not need manual programming for improvement in experience.

203. Margin – The collateral that counterparty and a financial instrument’s holder needs to deposit
for coverage of credit risks.

204. Mark-up – It is the business’s added value to increase the selling price of a product for
additional profit.

205. Marketing – It is the strategies that a company uses for promotion of a product’s buying or
selling needs. The process where services and goods move from ideas to the c ustomer.
206. Marketing Qualified Lead – It is the lead that showed the most interest in a brand’s product
or services based on marketing efforts. It’s the lead most possible for conversion than the other lead
based on their visited web pages, downloaded content, and engagement.

207. Master Services Agreement – It is the agreement or contract between two organizations
where one agrees to handle particular marketing activities for the other party. These activities include
building the other party’s online presence, formulating a market plan or creating an advertising
campaign for a new line of products.

208. Messaging – Messaging is the means of communicating the value position of your brand,
along with the benefits that you aim to provide.

209. Metrics – Metrics are quantitative assessment measures for tracking production or
performance, comparing and assessing a particular business process’s status.

210. Mid-market – It is a business in the average range between large and small companies that
mostly have only fifty to a thousand employees.

211. Middle of the Funnel – The assets grasping for leads already in your information system and
interacting with your brand.

212. Minimum Viable Product (MVP) – A development framework wherein a new product or
website is made with enough basic features to satisfy early adopters and verify product-market fit and
demand.

213. Mirroring – Subtly adopting a sales prospect’s body language and speech patterns to build
rapport.

214. Monday Morning Meeting – A practice of conducting sales meetings at the start of each
week, usually on Monday mornings, which discusses and communicates essential work information.

215. Monthly Recurring Revenue – The expected regular and predictable income a company
receives every month that is commonly used in rental and subscription-based businesses. It is what a
subscription-based business receives with inclusions such as MRR obtained by new accounts, gained
from up-sells, and lost from down-sells and cancellations. It also provides comprehensive knowledge
about your business’ performance trajectory when understood well.
 216. Marketing Qualified Leads (MQLs) – It signifies the prospects that have shown enough
interest to be determined as possible customers by the marketing department.

217. Name Based Rapport – Effective utilization of “3rd Person Selling” to create interest and
guide your prospect to be open-minded with your ideas.

218. Name Dropping – The unreasonable practice of naming and mentioning names that may lead
to the annoyance of your prospect.

219. Natural Language Processing (NLP) – The crossroads of artificial intelligence and
computational linguistics, where human language from contextual definitions is learned by machines to
act and obey commands.

220. Needs Assessment – The process of analyzing a person, system, or organization to

determine the entity’s inadequacy and specific needs, resulting in a desired state or outcome.

221. Negotiation – A process of bargaining or discussion between two or more entities to attain an
acceptable mutual agreement.

222. Net Asset Value (NAV) – Denotes the value of a mutual fund through deducting the liabilities
from all market value shares then dividing by the number of issued shares.

223. Net New Business – A new paying customer or an old dormant existing account that re-
engages and reactivates as a revenue-generating account.

224. Net Promoter Score (NPS) – A rating scale that permits you to measure your customers’
satisfaction, address their concerns, and identify brand advocates willing to give referrals. It is a survey
administered on a scale of 1-10, with 9-10 considered as promoters, 6-8 as passives, and 1-6 as
detractors to gauge the firm’s customer relationships.

225. Net X – An indicator that payment is to be delivered in X days, typically Net 30 or Net 60.
 226. New Customer – A customer with no past transactions or who has never placed an order
before.

227. Non-Sales-Related-Activities (NSAs) – Unnecessary actions that are irrelevant to sales-

related-activities, such as surfing the web and excessive email or voicemail checking. These activities
are any actions that don’t directly result in sales, such as administrative tasks and paperwork, making
personal calls, and surfing the Internet.

228. Objection – A natural part of the sales process wherein a prospect refuses or rejects the
benefits of a product or service depending on budget, need, and timing. It is a prospect’s statement or
view that indicates disagreement or reservation about the specific company aspects or the entirety of
the sales pitch that can hinder the sale’s closing process.

229. Off-Schedule – A salesperson who does not abide by the agreed necessary tasks to
accomplish their quota or obligation.

230. On Track Earnings/On Target Earnings (OTE) – A standard sales pay structure that
comprises a base salary with an additional amount of commission if quotas are met.

231. Onboarding
o A method that introduces a new customer to the product or service
o A process that assimilates a recently hired employee or new customer into the workforce.

232. Open Accounts – Any accounts that require additional work or attention to close and
complete delivery or are ready to be re-sold.

233. Operational CRM – The most common type of CRM system that helps a business manage its
day-to-day marketing, sales, and customer service operations.

234. Opportunity – A condition wherein the sales of the company are working a qualified lead. Also
known as Sales Qualified Lead is a prospective customer or lead that has a higher likelihood of
choosing and making a purchase according to a set of criteria.
 235. Optimization – The method or process of altering a system to attain full functionality or
efficiency and generate maximum output or benefit.

236. Org Structure – A definite formation or system that describes the hierarchy, li nes of authority,
and interrelationship aspects in an organization.

237. Organization – An interrelated group of people exclusively bounded by a shared identity and
collaborates with a common purpose and set of values.

238. Outbound Sales – A procedure wherein a seller aims to close a deal down the line by directly
initiating contact with the prospective customer.

239. Overcoming Objections – To address the customer’s issues / concerns allowing them to
make a decision to purchase. Referred to above as “overcoming rejections”.

240. Package Sale – A process or an act of offering and selling multiple products or services at
one presentation.

241. Pain Point – An essential point that a sales representative must identify in the selling process
to determine the prospect’s needs and provide concrete resolutions.

242. Past Customer – A customer who has not made any additional purchases or transactions for
a year or over.

243. Payment – An act or process where the seller and customer discuss money matters and
mutually agree on particular terms for the sales transaction.

244. Performance Plan – A plan made when a sales rep doesn’t reach their particular quota in a
given period and aims to set concise performance goals, develop sales skills, and provide a means for
feedback.
245. Pipe-Line – A line of your possible candidates that are more presumably to purchase within a
given time frame. It is a step-by-step process to convert a prospect into a customer that sales reps
need to go through or a visual presentation of the sales process where there is an arrangement of open
opportunities based on their sales stage.

246. Pitch – Also known as pitching your product, it is the act of marketing your goods or services.

247. Platform as a Service (PaaS) – An act of marketing or selling a lightweight product with a
large number of integrations or apps, or just the marketplace.

248. Plays – Any agreed-upon selling approach or engagement strategy created to be repeatable
and customized, which delivers the highest likelihood of closing a deal with a particular group of
prospects during a period.

249. Point of Contact – A unit or person representing an entity usually ordered to facilitate
decision-making and coordinate the flow of information.

250. Positioning Statement – The statements and questions that many sales reps utilize to start
every sales call and engage the prospect in the conversation around their pain points.

252. Predictive Analysis – A field or tool that formulates an informed forecast regarding the future
performance, growth, or feasibility of a business using the historical data, statistical models, and
emerging trends.

253. Predictive CLV – A considered accurate method that businesses use to project and assess a
customer’s total lifetime value.

254. Presentation – The act of presenting actual sales, also called demos, which aims to create an
emotional and intellectual deal.

255. Presidents Club – An often coveted sales organization prestigious award that involves
generous prizes and is given to elite performers due to their exemp lary achievements.

256. Pressure Sales Words – Any words or statements that cause some stress or concern on your
prospective customers.
257. Price-Build-Up – An act of making a relativity point to discuss the price of the products or
services properly.

258. Pricing / Price – The amount of money the client needs in order to obtain a service or get a
product.

259. Primary Influences – Composed of groups of people classified as customers, employers,

lenders, stockholders, and vendors

260. Pro-Rata – The proportional allocation of expenses, income, and other quantities to
components based on the original total amount share of that component.

261. Pro-Rata Rights – The right of first refusal for investors allowing buying of equivalent equity
amounts when dilutions of their initial investments occur.

262. Procrastination Objection – A term for those who hold the company stocks.

263. Procurement – The process involves demand assessment, bid reviews, approval requests,
and transaction logging to find and acquire goods and services.

264. Product – A (usually) priced idea, item, service, process, or information needed or desired
that is offered in the market.

265. Product Lifecycle Management (PLM) – The collection of processes involving ideation,
design, development, deployment, and termination/disposal in managing a service/product.

266. Product Purchase Cycle – The term describing the situation wherein one is put-off by a
prospect and leaves without a yes or no.

267. Product Qualified Lead (PQL) – A customer with a relatively higher likelihood of purchasing,
having met predefined criteria, and having used benchmark products.
268. Professional Employer Organization (PEO) – A firm offering business/administrative
services like employee benefits, payroll, workers’ compensation, risk/safety management, training and
development, to employers.

269. Profile – The action wherein sales or demonstrations are attempted via contacting leads.

270. Profit Margin – The ratio of profitability presented as either net income over revenues or net
profit over sales that measures a company’s earnings.

271. Profitability – A term describing the ability, degree, metric, potential, or relative efficiency of a
business to gain financially after deduction of relevant expenses.

272. Proof of Concept (PoC) – The demonstration, prototype, or study that attempts to prove the
feasibility and potential success of a business idea.

273. Prospect A – A term for the length of time measuring the ordering habits of a customer.

274. Prospecting – The action of prospectors wherein they search and find potential buyers that
they can move through the sales cycle. It is the term for leads or decision -makers showing interest in
the product or service being offered.

275. Protected Territory – The information like first and last name, background, possible needs,
and common name researched for building rapport with lead/prospect.

276. Puppy Dog Close – A term for no-obligation customer usage of a product while they make
their decision of purchasing or obtaining.

277. Purchase Order (PO) – The document issued by a buyer indicating services/products and
corresponding cost intended to be purchased from the seller.

278. Push Counter – A dashboard tracker utilized in Customer Relationship Management that
observes and checks how frequent closing an opportunity is pushed or postponed.
Q

279. Qualified Lead – A contact person who communicates with the company and gains
knowledge about the products or services that leads to an increase in their engagement.

280. Qualifying Your Prospect – An act of striving to receive a verbal affirmation from your
prospect that they are willing and able to make a purchase decision.

281. Quarter – A fixed three-month period in a company’s financial calendar wherein comparing
performance analysis, reporting earnings, paying dividends, and forecasting is made.

282. Quota – The predetermined amount of sales a sales representative must reach over a given
period, typically within a month or quarter. It is a set specification that indicates the sales goal of a
sales rep within a given time frame and usually measures the success, performance, and eligibility for
rewards.

283. Ramp Up – The condition wherein a salesperson or team has achieved full productivity, the
effort to accomplish that state, and the period at which quota is reached.

284. Rapport – The usual things (such as names) between a salesperson and a prospect.

285. Recruiter – An agency or person whose particular objective is to find, evaluate, hire, and
integrate the organization’s members or employees.

286. Referral – The method, process, or technique to which a third party shares information about
a new prospect to produce sales leads. It is the act of attaining additional information from a prospect,
current customer, or associate about other potential opportunities.

287. Referral Appreciation Gesture – The act of giving a thank you note or token to acknowledge
your appreciation for obtaining a referral from a current customer or prospect.
288. Relationship Business Management (RBM) – A method or process wherein customer
interactions from a transaction-based paradigm are transitioned to a long-term subscription.

289. Request for Information (RFI) – A standard business process or document that seeks to
collect text-based information regarding the capabilities of vendors or business entities.

290. Request for Proposal (RFP) – A business document that solicits the proposal or bid of
vendors or service providers to submit during procurement.

291. Request for Quotation (RFQ) – A business document that asks comprehensive quotes and
pricing for the procurement of an item or the completion of a particular task from suppliers or service
providers.

292. Request for Tender (RFT) – A process wherein suppliers or service providers are formally
invited to present a proposal for the purchase of a commodity, item, or service.

293. Retention Rate – A term that signifies the rate of repeat customers or the client’s retention
percentage.

294. Return on Investment – A metric or percentage calculated by dividing the benefit or return by
the cost of investment, specifying the profitability of an acquisition.

295. Revenue – A term that is otherwise known as sales, which refers to the amount of money that
is generated for a specific period by a business.

296. Ride-Along – The percentage of clients that are repeat customers or are retained by the
company.

297. Right of First Refusal (ROFR or RFR) – The term for the contractual right granted to a holder
allowing the performance of specific business transactions before they are offered to third parties.

298. Rule of Reciprocity – The sociological rule that encourages a person to act positively towards
another with the expectation of being treated likewise in return.
S

299. SaaS – An acronym that stands for Software as a Service.

300. Sales Acceleration – The act or practice of using tools and technologies to speed up sales
processes by improving the productivity and efficiency of sales professionals.

301. Sales Automation – The act or practice of simplifying, speeding up, or streamlining entire or
components of the sales process using software.

302. Sales Bundle – The term for when a sales representative rides with or observes another in
their territory in the hopes of improving the former’s sales skills.

303. Sales Calls – The term for articles usually includes contracts, payment arrangements, artwork,
or job specifications of sales that are to be submitted properly to customer service.

304. Sales Champion – A prospect that is deeply invested in a product and has the influence and
authority to advocate its adoption and success.

305. Sales Coaching – The process largely uses behavioral changes and new skills development
to help sales professionals improve their performance, efficiency, and impact.

306. Sales Cycle – A repeating process a company undergoes characterized by predictable

sequences of stages of selling products and services to customers. It is one of the vital sales stats
involving phone or in-person contacts to find prospects, setting an appointment, or conducting a phone
demo or sales presentation.

307. Sales Demo – An act or process aiming to lead an audience towards purchase by showing
functions, benefits, and value of a product or service being marketed.

308. Sales Development Rep – The first point of contact for a prospect assigned to identify
opportunities for the team by setting as many qualified meetings and demos as possible. Also known
as Business Development Representative (BDR) who is a sales specialist tasked to find new
prospects, establish foundational relationships, and refresh sales pipelines.
309. Sales Director – A senior-level executive assigned to oversee the sales operations by leading
strategy, plans, and policy formulation and execution, budgeting, supervising, and ensuring continuous
sales growth.

310. Sales Enablement – A strategic part of the sales process focused on the alignment of people,
processes, and priorities using relevant learning, coaching, and communications to align sales and
marketing correlating to superior sales performance. Learn more about sales enablement.

311. Sales Engineer – Otherwise known as solution architects and pre-sale engineers, they
translate technical terms to layman to answer technical questions and conduct product demos for
qualified leads.

312. Sales Funnel – The visualization that defines the stages where prospective customers are
being led by sales representatives to a purchasing decision.

313. Sales Kickoff – A major annual event celebrating the previous year’s key achievements and
setting of company goals for continued high performance for the coming year.

314. Sales Lead – A prospect for a product or service that has shown interest and given their
contact information to the company.

315. Sales Manager – An executive tasked to set goals, meet targets, formulate plans and policies,
designate tasks, and develop salespeople. Leader of a sales unit, team, or department.

316. Sales Methodology – The hows of skill set selling as defined by John Kenney of Sales
Benchmark Index, which sales leaders use to teach and motivate their team.

317. Sales Operations – A collection aimed at achieving organizational goals, particularly in sales
revenue, market coverage, and growth through aligned business practices, strategic implementations,
and other activities.

318. Sales Partnerships – A formal collaboration aiming to bolster the sales performance of a
product or service between individuals and organizations for mutual benefit.
319. Sales Pipeline – A visual approach that consists of six stages, namely initial contact,
qualification, meeting/demoing, proposal/negotiation, and closing, that reveal the number of ongoing
opportunities. It describes the status of the sales prospect in terms of their current stage in the
customer life cycle or sales process.

320. Sales Pipeline Coverage – A metric assessing whether current businesses present meet
foreseeable goals. The ratio of Pipeline Forecast / Sales Forecast = (Average Sales Days / 90 Days) *
(1 / Close Rate).

321. Sales Presentation (or Sales Demo) – The individual is tasked to do training or motivating as
well as managing/accounting a sales team’s results.

322. Sales Prevention Department – A term for non-affection used to describe the company’s
legal department responsible for multiple rounds of back -and-forth contracts, service legal agreements,
immovability, and legal issues.

323. Sales Process – The strategic steps for the alignment of market insights, methodologies,
personnel, relevant business units, and technology to drive sales growth.

324. Sales Productivity – A metric based on sales volume, payroll expenses, personnel activity
level, and others, indicating a sales unit’s efficiency at closing sales and generating revenue.

325. Sales Prospect – A prospect with the buying authority, financial capacity, and willingness to
purchase that are sufficient enough to be upgraded in the sales funnel.

326. Sales Prospecting – The process of using networking, cold calling, advertising, and other
engagement methods to find, build, and qualify a pool of potential buyers or clients.

327. Sales Qualified Lead (SQL) – The prospects forwarded to quota-driven Account Executives
for closing-level engagements after meeting the MQL criteria and showing a higher likelihood of making
a purchase. It is a prospective customer vetted by marketing and sales teams and have met l ead
qualification criteria. Ready to be handed-off to a quota-carrying sales rep.

328. Sales Related Activities – One of the vital sales stats wherein a demonstration of service or
product for a client is done, with the objective of making a sale.
329. Sales Roles – The representatives consist of Inside Sales Rep, Sales Development Rep,
Sales Engineer, etc. that create solutions and ensure a smooth sales process to customers.

330. Sales Sequence – A particular order of activities and the frequency guided by data analytics
upon which the sales team attracts a prospect or an account.

331. Sales Territory – The area of focus or domain of a salesperson wherein they are to gain
sales.

332. Sales Training – A process of enhancing the skills, mindset, and behavior of sales
professionals to increase the efficiency of their selling performance.

333. Sandler Training – An organization that provides training on sales performance,

management, and leadership to professionals worldwide.

334. Schedules and Habits – A sales professional’s regular schedules and habits that indicate the
number of demos and sales made.

335. Scraping – Data scraping or data harvesting is a procedure for extracting vast amounts of
data and valuable information from websites.

336. Sealing-Off Objections – A method used to restrain an endless stream of objections and
carry the prospect to the point of decision.

337. Segmentation – A process of separating large markets into different divisions according to
demographics and other factors to generate respective strategies and engage consumers in each
segment.

338. Selling is a Numbers Game – A belief formed from conducting sales-related activities then
seeing predictable results based on numbers and statistics.

339. Selling the Sizzle – The technique of selling the product’s benefits rather than its features.
340. Selling, General, And Administrative (SG&A) – The expenses not associated with the
production of products or services, which are often listed in a company’s income statement under
operating costs.

341. Sender Policy Framework (SPF)/Domain Keys Identified Mail (DKIM) – An online security
process that verifies and prevents email fraud, phishing, impersonation, spam, spoofing, and other
harmful online undertakings.

342. Service Level Agreement (SLA) – An agreement between the company’s sales and
marketing teams regarding their expectations to integrate both departments properly. This agreement
requires particular requirements such as quality, availability, and other aspects.

343. Serviceable Available Market (SAM) – A part of the Total Addressable Market (TAM)
targeted by a business based upon its current capabilities, realistic reach, or prior track record.

344. Serviceable Obtainable Market (SOM) – A segment of the Serviceable Available Market
(SAM) that a business can realistically capture or achieve in the short term.

345. Share Purchase Agreement (SPA) – SPA, also known as Share Sale Agreement, is a legal
contract between the company, its shareholders, and investors that finalize the terms for the purchase
and sale of shares.

346. Shareholders’ Agreement (SHA) – A definitive contract among the company’s shareholders
that authorizes the standards for the company’s operations and specifies the rights and obligations of
shareholders.

347. Side Selling – An act of marketing or selling complementary products or services to a

prospective customer who uses a competitor for your main product. A method of selling additional
complementary products to a prospect when they are already utilizing a competitor for your lead
product.

348. Signaling – A process wherein a consumer shows willingness to sign up, participate in events
and ask about your solutions to convey their readiness to purchase your product or service.

349. Signup Conversion Rate – A percentage of website visitors that turn to registered users,
computed by dividing the number of landing page visitors by the number of service registrants.
350. Signup-to-Paying Conversion Rate – A percentage of consumers that become paying
customers who converted their accounts into a premium or paying account.

351. Siloed – A term used to describe an organization run and managed separately, which makes
their units or departments lack coordination, synergy, or collaboration.

352. Single Sign-On (SSO) – A technique or method considered safer in both cybersecurity and
enterprise permissions because it permits access to multiple but independent software systems using a
single ID and password.

353. Smarketing – A practice of aligning the Sales and Marketing efforts for coordinated
communication to impact the bottom line with their best. It is a process that closely aligns the business’
sales and marketing operations to increase revenues through an integrated shared strategy.

354. Smile and Dial – The act of cold-calling with a positive and bright tone of voice and a smile
that communicates warmth and trustworthiness over the phone.

355. Social Selling – The sales reps act of using social media to provide value by answering the
prospect’s questions and offering helpful content until they buy.

356. Software as a Service (SaaS) – A software distribution model accessed on the Internet using
cloud and browser technologies, which customers can use under a subscription agreement.

357. Software Capitalization – An accounting technique or method that considers software-related

procurement or development as fixed assets.

358. Solution – A set of useful ideas, processes, strategies, technologies, and services, which
effectively helps an organization reach its goals amidst challenges.

359. Solution Selling – A commonly adopted sales approach in a B2B environment wherein a
salesperson analyzes the customer’s problems and proposes a solution using the company’s products
or services.
360. Sound Bite – The set of words or phrases utilized by sales reps to respond and overcome
customer’s objections.

361. Spiff – An immediate financial bonus, paid vacation, or non-cash prize for reaching a
milestone, which is a quickly awarded incentive.

362. SPIN Selling – The acronym for Situation, Problem, Implication, and Need-payoff, which are
the four types of questions a sales professional must ask a prospect to form a customer -centric
paradigm and increase closing rate.

363. SQLs – A Sales Qualified Lead comes from being Marketing Qualified Lead that is an
excellent customer fit for meeting the organization’s lead qualification criteria.

364. Stage – A portion of the sales pipeline that represents every step in the sales process.

365. Stakeholder – A person or an entity who shows interest in a company, product, or process
and usually concerned about its welfare.

366. Statement of Work (SOW) – A project management document to which all the parameters of
work made by a vendor for a client, such as nature, scope, activities, schedule, and costs are
contained.

367. Straight-Commission – The act of working only on a commission basis.

368. Strategic Investment/Smart Money/Corporate Venture Capital (CVC) – A form of

investments made by corporations, angel investors, and venture capitalists in businesses and startups,
which they consider favorable.

369. Structured Data – A highly organized information added into, managed and searched for in a
database effortlessly.

370. Subject Matter Expert (SME) – A person with authority or an expert in a specific field, topic,
or domain.
 371. System of Record (SOR) – A management system and information storage that serves as an
authoritative source for particular data items in systems where multiple sources of the same things
exist to secure data integrity.

372. Target – A subset of potential consumers or a particular group in which a company plans to
market its products or services. It is the prospects or group of people to which a company sets and
gives their marketing effort to convert them into customers.

373. Technical Definition of Selling – Selling is the process of conveying information and
marketing products or services to a prospect that leads to an emotional and intellectual desire to
purchase.

374. Temperature Questions – The set of questions asked by a salesperson to determine the
prospective customer’s position in the buy-line.

375. Tenor – The amount of time left to fully pay a loan before the expiration of the financial
contract defining its terms and conditions.

376. Territory – The term for questions that are asked to gauge the level of the prospect in
consideration of the buy-line.

377. Territory Management – A term for the area which the sales representative is assigned to
focus on to get buyers. Often organized by geographical boundaries or zip codes.

378. Time Bandits – The geographical area that is properly worked on by an assigned sales
representative with the goal of maximizing monetary profit from that location.

379. Time Kills All Deals – A phrase describing how the sales deal should be made within the
shortest time possible as it is less likely to happen as time passes.

380. Tire-Kicker – A prospect that might be genuinely interested in the product but has no real
intention nor the ability to purchase.
381. Top-Level Domain (TDL) – The term for the domains in the Domain Name System of the
Internet (DNSI) that are among the highest-ranking domain types.

382. Top of the Funnel (TOFU) – The first stage in the buying process where leads identify a
problem and researches for information, probing marketers to offer help ful content and further steps. It
is the term used for the screening of prospects until the identification of those inclined to purchase.
May also refer to raw leads showing initial interest in the product.

383. Total Addressable Market (TAM) – The largest possibility in terms of revenue for a specific
company, organization, or business.

384. Total Available Market – The potential total revenue of a specific product or service while
also considering its market input in the future.

385. Total Value to Paid In (TVPI) – A term that measures fund performance by calculating the
ratio of distributed and undistributed investments to the amount of invested capital.

386. Touches – The term for milestones unit or the contact points measuring the marketing effort
needed to make a viable and qualified lead from a prospect.

387. Trade-Shows – Non-sales related activities that negatively impact the time and effort poured
for sales related activities.

388. Training Period – Marketed events that lead go to in order to gain information about their
occupation or industry. These are usually sponsored by vendors to gain exposure.

389. Tranches – Slices or portions of debt released consecutively within a specific time frame.

390. Triggers – These are a set of signals or symbols that signify the chance to make the proper
sale.

391. Turn-Over Rate – The amount of time that is given to a new sales agent before they are
expected to make profits.
U

392. Unicorn – Unicorns are startup companies valued at over one billion dollars or more.

393. Unique Selling Point / Proposition (USP) – The term points to a specific concept in
marketing that has to do with certain product advantages, whether price, quality, services, or features.

394. Unit Economics – The application of economic principles as they impact one business entity.

395. Up and to the Right – Applies when one can make a good sales pitch or business move and
proposal.

396. Upsell – How many times a sales position becomes vacant. For example, if the average
salesperson keeps his job for six months, that position will experience a 6-month turnover rate. Sales
are proven to have higher turnover rates compared to other positions.

397. UpSelling – To make a sale more profitable by selling a better version of the products that the
customer initially bought. For example, if a salesperson upgrades your mobile phone plan to a much
faster one than the original, this is called up-selling.

398. User – The person who consumes a product or service, whether online or off.

399. User Experience (UX) – UX pertains to everything that covers the customers’ interaction with
any product, service, or company. The word can also refer to anything that affects the customer’s
emotions.

400. User Interface (UI) – Anything that helps the customer access digital products such as
gadgets, phones, computers, or websites.

401. Value Proposition – Also called Value Prop. It is an advantage that makes the product sure of
is far more attractive to customers. This idea is what makes a product or service stand out against the
competition – a state of the company’s message that will explain why people should prioritize or get
any of the company’s new releases.
 402. Value Statement – A statement from the company that informs customers of the
establishment’s initial plans and priorities for its market.

403. Value Triangle – A marketing ploy that has to do with three main factors: Concept, quality,
and speed. It helps determine the value of any company product before it is released.

404. Vertical – A marketing strategy where the company only targets a specific group of customers
or a niche. It can also apply to a particular sector in society or a group of people based on their career
paths.

405. Virtual Machine (VM) – A software-driven solution that copies a complete and conventional
computing environment for businesses. It is equipped with an operating system and dedicated
hardware.

406. Vital Sales Stats – These are among the most critical sales numbers to track for you to be
deemed successful as a sales executive. Sales calls and appointments also play a role.

407. Warm Call – When a representative visits a customer with whom he or she has had prior
contact with. It could have been at a party or any company event.

408. Warm E-Mail – When a sales executive starts emailing a potential client that he or s he has
had contact with before sending the first e-mail.

409. Warrant – The right of the titleholder to get shares from the issuing company within a specific
time frame. The sale has a designated fixed price.

410. Weighted Pipeline – A more detailed version of a sales pipeline. Here, each point within the
sales stage has a value. It depends on which stage they already are in the sales process.

411. Whale (or White Whale) – A business prospect that can bring more considerable revenue to
the company. The literary character of Moby Dick inspired the concept.

412. White Hat – Excellent or lawful behavior. It can also pertain to any illegal activity that has
been sanctioned by the government for legal or protective purposes. Such activities include hacking,
for example.

413. White Label – Any products or services that can be purchased and legally marketed by any
company.

414. Wireframes – Rough representations of any service or product for market sales. For web
development, this refers to one of three significant types of website modeling.

415. Zeroed Out – This concept occurs when any sales representative earns enough commissions
to turn their draw balance to zero; it means that they have zeroed-out their account. They will be able
to earn commissions again from the top.